Building Sales Teams for Technology Companies Since 1991

The End of the Sales Funnel?

The End Of The Sales Funnel?

By Dick Davies

For more than 40 years, the Sales Funnel has been the dominant model to chart how a prospect transforms into a customer. Originally a measure of what information had been released to a prospect by a sales person, the Funnel has been tweeked to predict sales volume, timing, required size of initial prospect class, and closing ratios. It is the Swiss army knife of sales management.

Today citizens have other sources of information about you. They can find your customers and competitors without alerting your organization. They are educated elsewhere.

If the Funnel is ending, you would be getting more off-funnel, bluebird, untracked sales. If you are, are your salespeople present when your prospects are learning about you and making their decisions? What is your next model?

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